Tuesday, October 1, 2019

How to Increase Your Sales With Very Little Effort

Increasing your order size with every customer is one of the best ways to increase your sales without adding any extra expense.

For example, when I check into a hotel I normally ask for a better price. I am sure most people who stay in a lot of hotels do the same thing. I was in North Platte, Nebraska, checking into a hotel and out of habit, I asked for a lower price. Normally the hotel clerk asks if I have any discounts, However, this time she said, “you look a little tired, we do have a room with a jacuzzi for only $20.00 more.” I ended up taking the room. Instead of getting a $10.00 discount, I ended up paying $20.00 more! The hotel ended with more revenue.

Another example was in San Jose, California. As I was checking in I asked for my normal discount. The hotel clerk behind the counter said she had to check with the manager. She came back in about a minute and told me the manager said we can’t give any more discounts today. I said fine and paid the full price.

Here’s the interesting part. I went over to the elevator and as I was waiting another guy came in and asked the same thing. The hotel clerk gave the same response about checking with the manager. She went back into the office to check with the manager. I could see the whole office from where I was standing and THE OFFICE WAS EMPTY! She came back out and gave the same response, “the manager said we can’t give any more discounts today.”

Many retailers use this “add-on” technique when selling to their customers. Buy a suit and you end up with an extra pair of pants, plus shirts and ties.

You buy a computer and end up with software and a printer.

You go into a fast-food restaurant and you supersize the fries and drink.

I was in a diner near Phoenix, Arizona, and the waitress came over to take my order and asked, “before you order, what would you like for dessert?” Is it any wonder the restaurant dessert sales were through the roof?

Here is the psychology behind the technique.

Once a person decides, their mind works to reinforce the decision. By getting a small commitment first the buyer will start to justify the decision and it becomes easier, not harder, to add on additional items.

Why? Think about your own decision-making process. Once you decide your mind does a search, similar to a computer doing a search for additional information. Your mind is looking for ways to justify the decision you just made.

Your customer's mind works the same way. This tactic is being used on you every time you buy a car. First, the car salesperson will get you to agree on the color, then options, then an extended warranty, and before you know it you bought the car - one small piece at a time.

The last-minute add-on involves throwing in an extra request at the final moment, just when you, the per, have put down your defenses and assumes you have a deal.

To successfully use this technique, don’t rush the customer. If you are selling multiple items, sell the first one. Wait a few minutes, sell the second one. Wait a few more minutes, sell the third one, and so on. Give the customers mind a chance to justify their decision.

It is like going to the grocery store and buying a chicken. I bought the chicken - I better buy the potatoes - the salad - the rolls - the dessert - and before you know it your shopping cart if full.

This technique has several names such as upsell, add-on, cross-selling. The one thing you can be sure of, it works! 

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Friday, September 20, 2019

Impossible to fail

Do you know that it is IMPOSSIBLE to fail in sales? It is impossible to persistently apply and reapply the principles of selling and fail. It can't be done!

Once again, the key is to persistently apply and reapply the principles of selling.

People don't fail because they are "not cut out" for sales. They fail because they are not willing to do the things successful people are willing to do.

Application of selling principles is the key. Many sales people talk a good game. They can tell you about the big sale they almost made, the hot new account they are working on, or the big sales goal they have. They can talk a good game with their customers as well.

"Sure, I will get back to you on that."

"Trust me, this is the product and program for you."

You know the type.

The person who continuously looks for new ideas and better methods of selling is the one who moves forward. The person who learns something new, applies it and reapplies it over and over until it becomes a skill. This doesn't have to be some "new" selling secret, it only has to be "new" to you. The basic principles of selling never change!

The person who DOES what he or she says they are going to do is the one who makes it in the long run.

Customers are not sold by empty promises made by sales people who are insincere. They are sold by a sales person who WEARS WELL. The person who looks for ways to show their customers how to make more money, how to sell more, how better manage their business, is the person who is not full of hot air and promises. They really don't SELL as much as they HELP CUSTOMERS BUY.

To be the type of person who wears well all you have to do is simply…

1. DO WHAT YOU SAY YOU WILL DO. Don't be "All Sizzle and No Steak"

2. Apply what you learn and then reapply it again and again until it is automatic.

The toughest door to open is the one that gets you out of the house early and the toughest sale is the one we have to make to yourself. You have to convince yourself to do what you learn until you own the skill, to apply what may seem difficult at first.

There is no magic rabbit that you pull out of the hat and say "here is the secret of selling." There is no silver bullet that will win the sale every time.

It is impossible to persistently apply and reapply the principles you are learning and fail.

Thursday, September 19, 2019

How do you apply the KISS principle to sales?

KISS is an acronym for "Keep it simple, stupid" used as a design principle by the U.S. Navy in 1960. The KISS principle states that most systems work best if they are kept simple rather than made complicated; therefore simplicity should be a key goal in design and unnecessary complexity should be avoided.

Here are the 13 attitudes and activities that will make you a superstar in sales.

1 Attitude. Train your mind to stay focused on your goals. Maintain the attitude of a winner. Aggressively approach each problem as another opportunity to increase sales.

2 Respect. Earn the total respect of your customer by being an expert in your business.

3 Service. You will KNOW with absolute certainty that you can sell anybody if you approach people with the thought of "How can I be of service".

4 Urgency. The way to attract customers to buy from you is by responding to every problem, opportunity or situation at the speed of light.

5 Confidence. Without the security of a guaranteed income you must stop your mind from continually interrupting you with fears of failure and rejection.

6 Persistence. Selling can be done with mathematical certainty when you know how the numbers work and work those numbers with persistence.

7 Planning. Implement a few effective planning strategies and you will increase your call effectiveness as much as seventy percent!

8 Attention. Have an irresistible offer that will have your prospects leaning forward asking for more!

9 Questions. Ask questions that will have every buyer give you a blueprint showing exactly how to make the sale.

10 Presenting. Give an honest, persuasive presentation and you will have the key that will open the door to every sale!

11 Objections. Buyers give objections because you have not done your job of thoroughly presenting your irresistible offer.

12 Closing. The skill that separates the amateurs from the professionals is not being timid when it is time to close the sale.

13 Follow up. Be so good in your follow up activities that you lock out the competition and keep customers buying.

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Wednesday, August 21, 2019

Customers Can Sense the Attitude of Your business

There seems to be too much ho-hum selling going on today. There are too many businesses that just don't get the fact that enthusiasm is contagious and as a business owner or manager, you have to infect everyone with a good dose of excitement.

How do you get everyone in your company excited?

Here's how to get UN-excited. Tell yourself you are a loser. Tell yourself you hate what you do. Tell yourself your company just can’t get it right. Tell yourself you never got any of the breaks. Tell yourself the competition is ruthless. Tell yourself that everybody buys on price. Tell yourself that your marketing area is saturated and there are no customers.

Do you know what ninety-five percent of everyone in prison were told over and over again as they were growing up: "You are going to end up in prison someday?" Think about it. Over and over again they were told they were going to end up in prison someday. What if they were told something different? What if they were told over and over again that they might be in a little trouble right now, but they will get past it? What if they were told that they were going to grow up and be successful? Would that make a difference?

The stuff you put in your mind is what controls your actions. So to get excited up you have to put things in your mind that will get you excited and passionate about what you do for a living.

Put this affirmation in your mind. Carry it around with you and watch the difference...


“I am excited! I stay focused on all the good things I have to be excited about. I am excited about my career, my opportunities, and my challenges. My excitement drives me to do everything with energy and enthusiasm. My mind is focused fully on what I am doing, and I am able to get things done by telling myself to “DO IT NOW”. I am excited and act enthusiastic and everyone around me catches it. Every time I see someone I know or meet someone new I am excited and enthusiastic about seeing them. By being enthusiastic, excited and full of energy I am a more valuable person. Energy and enthusiasm guarantee my success as well as the success of my business. Energy, passion, and enthusiasm will attract customers and sales to me. This energy will be like a magnet and attract bigger customers and larger orders to me. I am going to give everything I have to everything I do.”

Don't be a daydreamer. Don't wish you were somewhere else doing something different. Life is what it is. For whatever reason, you are where you are right now, so you have to deal with it.

Keep this quote on your dashboard or on your bulletin board:

"My job is not to see what lies dimly at a distance, but to do what lies clearly at hand!"

That means there is no getting around it... you have to make the prospecting call, send the email, mail the letter, take care of the follow-up and keep going.

Forget about whether you feel like it or not. Actions come before feelings. ACT enthusiastic, and your feelings will follow. If you wait until you FEEL jacked up, you will be like the woman sitting on the park bench who turned into a skeleton waiting for the perfect man. It ain't gonna happen!

Here is another way to stay excited about what you are doing. Make training a DAILY part of your schedule.

Spend time EVERYDAY learning something new about your business. Get excited about sharing news and information with your employees and customers. In other words, start acting like you mean business. There is no excuse not to! Don't think it is up to the company to train you. It is up to you. Take responsibility. Invest in yourself. Read a book, take a course, listen to an audio CD, read your marketing product sheets.

The bottom line. Learn something new today. Make something happen. Call someone. Call you last 20 customers just to say “thank you” Stop whining. No one said it was going to be easy! Your customers need help in making good decisions. Go help them make the decision to buy from you and your restaurant, hotel, store or shop by being excited, enthusiastic and appreciative of their business! Let them know you really care!

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Tuesday, July 23, 2019

Being aggressive in sales - free eBook

Being aggressive doesn't mean being pushy, it means being mentally strong!

To be successful in sales you have to have a sense of toughness. If you don't, you will give in to failure. If you go into the prospects place of business with only a mild sense of confidence you will likely get beaten by a competitor. If you don’t have a strong need to be mentally tough, you won’t have the dedication or determination to take the psychological abuse that comes with the territory.

The more mentally tough you are, the more likely you will be able to endure the hardships and earn the rewards.

Reviewing your goals and learning new selling principles is not a one-time procedure. If you become mentally lazy and take for granted that your skills are always sharp, you are unprepared. If you assume that you don’t need any mental preparation to get the sales numbers you know are possible, you will pay a price.

The competition and tough buyers can make your days long and hard. Even a slightly less than aggressive attitude will have you going on the defensive.

Mental toughness is about your thinking patterns. If you don't have a clear goal, you will have difficulty forming your plan of attack. Aggression is a state of mind that will dominate your thinking process during the adversity that is inevitable. It is about being methodical with a strategy to overcome the threat of quitting.

If this is an area you feel you need a nudge, I have a free (free - no strings attached) eBook that will help.

click here to visit my bookstore and download this eBook free.

Tuesday, June 18, 2019

How I went from a failing sales person to the #1 sales trainer in a $200 billion dollar industry...

The year was 1992. On August 25th I was in Boise ID for a company meeting. It was also my 25th wedding anniversary. I soon discovered the purpose of the meeting was to fire me. This is a period of time when the industry was going through huge consolidation and cutbacks.

I went to the airport to fly home to Oklahoma and called my wife.

“Two things, Honey. 1. Happy anniversary. 2. I just got fired."

I decided to strike out on my own as an independent sales trainer. A profession that has a 97% failure rate. I also wanted to show the company I worked for what a HUGE mistake they made by handing me my walking papers.

After selling our house, putting our belongings in a storage facility we spent the next SEVEN YEARS traveling the country living in hotel rooms and working out of our van! TOGETHER WE DROVE 418,000 MILES, TRADED OUR VAN IN ON AN RV AND SPENT ANOTHER FOUR YEARS DRIVING AN ADDITIONAL 279,000 MILES!

We spent many nights in Wal-Mart parking lots, truck stops and rest areas throughout North America racing from one city to another to be on time for another seminar. We kept going, and going, never giving ONE THOUGHT TO QUITTING.

All my sales came from writing sales letters while driving from one seminar to another. If I couldn’t write a persuasive sales letter and close the deal with a phone call, we simply could not eat. Every time a prospect got a sales letter from me it was postmarked from a different city. We had no outside help what-so-ever.

After presenting over two thousand seminars (my wife sitting with the audience in every one of them, coaching me and taking notes about the audience reactions), and selling over 100,000 copies of my self-published training manuals, we realized that we accomplished the impossible. Some of the largest companies in the industry were hiring me to speak to their sales and management teams. I had become the #1 independent sales trainer in a 200-billion-dollar industry.

I still hold the record for training more salespeople in the food distribution industry than any other person in the history of the business.

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